Skip to Main content Skip to Navigation
Conference papers

The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success

Wolfgang Ulaga 1 Werner Reinartz
1 GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC
keyword : NC
Document type :
Conference papers
Complete list of metadata
https://hal-hec.archives-ouvertes.fr/hal-00491959
Contributor : Antoine Haldemann <>
Submitted on : Monday, June 14, 2010 - 4:34:31 PM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

Identifiers

  • HAL Id : hal-00491959, version 1

Collections

CNRS | HEC | PARISTECH

Citation

Wolfgang Ulaga, Werner Reinartz. The Transition from a Product-Centric to a Service-Centric Salesforce in Industrial Companies: Key Drivers of Success. The Houston Conference in Selling and Sales Management, The University of Houston, Sales Excellence Institute, 2009, Houston, United States. pp.NC. ⟨hal-00491959⟩

Export

BibTeX TEI DC DCterms EndNote

Share

Metrics

Record views

164